Boost Sales Conversations and Stop Guessing What Customers Are Thinking
Epley, Steffel, and Eyal studied this. We think we know what somebody is thinking, but we suck at it.
Epley, Steffel, and Eyal studied this. We think we know what somebody is thinking, but we suck at it.
Should I emphasize limited time or limited quantity? Which is more persuasive? Learn the science on that and more.
It's no good to just learn new skills. It's only good if we apply them.
90 percent of what we do is System One thinking, and these 7 principles speak directly to System One.
Dr. Adam Grant's breakthrough research drastically improved results -- repeatedly -- and fostered purpose with context.
The sale is won or lost with genuine questions and listening at the opening in needs analysis. Not through telling.
Your team knows their stuff, but it sounds like a sales pitch. Time to update their elevator speech.
The CLA tool can fix blind spots, avoid stagnation, and boost growth, but it takes vulnerability as a leader. Ryan is a perfect case study.
After Sam stopped micromanaging, revenues grew 81% and turnover rate fell from 47% to 0.
Your people may overestimate the extent to which others share their beliefs and behaviors, which creates blind spots.
Conviction and confidence in his product drove the former encyclopedia salesman into the stratosphere with Nike.
Daniel Kahneman introduced the concept of System 1 and 2 thinking. Tiny tweaks can shift buyers to the easier system.
The adage "a chain is only as strong as its weakest link" resonates with undeniable truth.
Salespeople should speak for just 30% of the time, yet they can't stop themselves.